4 What we hope to achieve today The aim of today s session is to give you all the tools and techniques to improve and/or develop your Digital Marketing activity

5 Your Approach Do you have strategy/plan for any element of your Digital/Online Marketing activity?

6 Digital Marketing will allow you and your business to Build a brand Sell your product/service Reach international prospect Talk directly to your current/previous customers Connect with personal and business contacts Respond to customer queries/complaints Manage PR stories Recruit staff Get referrals from people who have used your business

14 Know what consumers are doing online Building an Effective Digital Marketing Strategy

15 Be aware of new trends Building an Effective Digital Marketing Strategy

16 Digital Marketing Trends Move from passive advertising to active engagement With social networking pages, its quality rather than quantity Social media opens you and your brand up to feedback and potentially criticism Digital marketing gives the control back to the consumer

18 Online Booking Travel 80% of all visitors to Ireland purchased some part of their trip online 70% of all accommodation providers have online booking capability 50% of all accommodation bookings are completed online (Fáilte Ireland & CSO) Higher % of research and planning is done online 60% of those who use an OTA for research, don t book with them Majority who research on OTA s also visit the property website Ref: itic Tourism & Travel distribution in a changed world, Sept 2010

19 OTA Bookings On average, hotel consumers make: 12 visits to an OTA s website View 7.5 pages per visit Spend almost five minutes on each page BEFORE BOOKING! (Cornell University research, April 2011)

20 OTA Bookings A hotel listing by an online travel agency (OTA) particularly Expedia, directly boosts bookings at the hotel's website Cornell tracked internet activity of 1,720 reservations at InterContinental Hotels Group websites and found: 75% of consumers visited an OTA prior to making the reservation 83% performed a Web search on Google, Yahoo or Bing 66% did both Nearly 62% of consumers visited Expedia before booking, but many of those buyers visited more than one OTA

21 OTA Bookings Consumers on average spent an hour on OTAs viewing about 90 pages of content before booking at an IHG website. For each reservation at the OTA, nine hotel reservations at the brand's website are directly influenced by the OTA listing (the "billboard effect ) "One lesson here for hotel firms is that the magnitude of the billboard effect indicates the effectiveness of OTAs in marketing to consumers and educating them on product assortment and characteristics

22 OTA Bookings Building an Effective Digital Marketing Strategy OTA Bookings Questions to ask when picking an OTA: How will they be marketing themselves to your target audience? How do they use their own social media channels? What additional promotional opportunities are there? What is their min and max commission rates (10-30%*) Are your competitors on their site?

23 OTA Tips Building an Effective Digital Marketing Strategy OTA Tips Be clever about how you work with them. Manage Direct Customers Room Quality Pick 5-6 sites and monitor Account Manager Relationship Be aware of special promotions Use to track competitor rates

37 Action Plan 1. Decide on your Core digital assets 2. Decide which other digital channels you are going to use as marketing support 3. Weight them in terms of importance/focus 4. For each site/channel decide in advance what the key objectives are (be specific!)

40 Setting Objectives Some objectives you might have: Increase website sales by 5% Improve website conversion by 1% Increase newsletter open rate by 5% To get 20% of all customers to become a fan on Facebook (over next 6-12 months) To convert 30% of current database to followers on Twitter To get an average of 10 Likes/Comments on each post on FB

41 Fresh Ideas will bring your plan to life Building an Effective Digital Marketing Strategy

42 Obermutten

43 Ireland for Sale Building an Effective Digital Marketing Strategy

44 Sarkozy Letters It centred around an exchange of seemingly genuine letters between Irish and French diplomats

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46 Results Blog hits over 1,500,000 hits worldwide! 250,000 of these hits were in one day At one stage the blog was the fastest growing WordPress blog on the world Featured in various national & international media including: CNN's Sports Illustrated BBC.com guardian.co.uk

47 Part 2: Your Website, M-Commerce, SEO & PPC

48 SEO & PPC Building an Effective Digital Marketing Strategy

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52 Exercise - SEO What search terms, do you think, are most important to your business?

54 Exercise Pick out 3 search terms that you think are used by potential customers when looking for your business: Look them up on the Google KeyWord Tool and see how many searches are being performed for each locally Search for these terms in Google and see where you and your competitors rank

55 Exercise - SEO How is your site currently set up in terms of keywords, page descriptions and page titles?

56 Exercise - PPC How do you set your PPC budget?

57 Current PPC Campaigns Ignore impressions and clicks stats in your report Get the total actual spend on Adwords for 1 month (not the budget) Get the total sales that have been tracked via your Google account Divide one by the other! Get the average sale per PPC booking

58 Planning New PPC Campaigns Work out the average spend per customer on your website Take out direct costs Work out the max. amount you can afford to attract each customer to your business Set this amount as a limit that your PPC campaign must deliver per paying customer

59 Exercise 25 Bedroom Guesthouse in Galway: Average sale on the website is 150 They pay 4% commission on website bookings How much should they spend on PPC?

60 Search Checklist SEO and PPC Keyword planning know what to ask for Flash sites reduce your sites visibility on search engines PPC is a good way to get to the top of the listings in the short term, but a good SEO strategy will get you there in the long term Make sure your site is being optimised by local terms and that your Google map is set up correctly Make sure you are running bespoke campaigns with Google (i.e. send to Spa page if spa is part of the search term)

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65 Website Homepages Building an Effective Digital Marketing Strategy

66 What is the objective of your website? Building an Effective Digital Marketing Strategy

67 4 Second Rule! Worldwide studies on website usability, say visitors to your site take 4 seconds to decide if they will stay on your website.

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73 4 Second Rule! Worldwide studies on website usability, say visitors to your site take 4 seconds to decide if they will stay on your website. So don t - Confuse them with too many messages - Keep text short and to the point - Slow down the website with heavy images/flash graphics

74 Homepage Improvements Use landing pages carefully Allow me to get to the offers I want quickly (filter) Tell me why I should book with you (give me guarantees, assurances etc) Imagery is important no stock photos! don t be afraid to show your product

75 Exercise Come up with 3 changes you should make to your websites homepage to increase conversion

76 Planning a new website? Building an Effective Digital Marketing Strategy

77 M-Commerce Building an Effective Digital Marketing Strategy

78 Mobile Mobile web browsing on travel sites has increased by almost three quarters in the past six months and now accounts for an average of 17.4% of traffic. One site is getting 24% of all its traffic from mobile and tablet devises

79 M Commerce 86% year on year growth $3 billion annual business in 2010 $30 billion expected by % of overall e-commerce sales by 2016 *Forrester Research Inc.

80 M Commerce Although Smartphone adoption is growing quickly, most online consumers have not used mobile phones to buy a product main reasons: security concerns mobile traffic speed low spending by businesses in optimizing their sites confusion about the best mobile business strategies difficult-to-measure return on investment *Forrester Research Inc.

81 Exercise Do you know what your website looks like on a Smart Phone?

91 Social Media The average person spends 66% more time on social sites than a year ago, almost 6 hours vs. 3 hours, 31 minutes last year. (Nielsen, 2011) 64% of people say they use social media to make their travel plans (this is higher in the age group)

92 Social Media 76% look to popular social media sites to plan their next getaway (Shearaton Survey, Nov 2010) 35% of social media users changed their hotel choice after browsing a social platform (Tnooz, World Travel Market, 2010)

93 Effective Social Media Understand what you are doing and why Be enthusiastic to make your campaign interesting Have a discussion plan to ensure you keep on track!

94 Key Questions to Ask What are you trying to achieve? What do you want to say? Who do you want to say it to? Who is going to say it? Who is leading the strategy/plan? How often will you review your plan?

95 Global Users 800 million users 462 million users 135 million users

96 Irish Users mil users (800k from mobile) 400k users 614k users

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98 Key Tips Make sure your page is set up as a Business Page Set up a vanity URL Claim your Facebook Places page Start to build your fans via your newsletters, your website and via other channels within the hotel Focus on quality fans rather than quality If selling only focus on exclusive FB only offers

99 Vanity URL Building an Effective Digital Marketing Strategy

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104 Targets & Measurement When you set clear targets it makes it easier to measure results. Areas that you might like to set targets around include: Number of fans your page has Ave. number of reactions to a post (ie: a like or a comment) RSVP s to events (eg: wedding fair, parties etc) Visits to your website Direct sales in room nights (don t expect these to be huge!)

135 Targets & Measurement Twitter is harder to set targets and measure results from. However here are a few things you can look at: Number of followers Number of click-throughs to your site Number of direct messages Sign ups to your newsletter/loyalty programme Direct sales

136 Twitter for hotels Creating brand awareness and maintaining guest loyalty are the platforms most important purposes. Its not about return on investment its about return on engagement John Wolf, Senior Director of PR, Marriott Hotels

151 Before you start 1. Decide which site(s) you are going to focus on (know why you are picking them) 2. For each site, decide in advance what the key objectives are (be specific!) 3. Pick your discussion topics and allocate a % of time to each 4. Decide who on your team is going to help you with each campaign

153 Implementation The most important thing you can do it include 1 or 2 staff members in the campaign do not try to run these campaigns yourself Pick team members who occasionally have quiet times during their day and who have a personal interest in Social Networking Ideally these staff will have easy access to a computer

154 Implementation Social Networking should take no more than 20 mins per day (once there is a clear plan in place) Never out source your Social Networking Agree how you will handle complaints Keep an eye on the activity

155 Social Media Links Building an Effective Digital Marketing Strategy

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158 Top Tips Look at the placement of your Social Media links Make sure they are visible on every page Bring in live feeds if you can, but keep them short Great content for your News page Easier to keep up to date than a blog

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160 LinkedIn Is generally a business to business marketing and networking tool First impressions last spend time on creating your profile It s about relationships not direct sales

161 LinkedIn Great for keeping in touch with business contacts old and new Update your profile regularly Use to reach out internationally Join relevant groups to build your network

163 LinkedIn All senior managers and anyone involved in Sales should have a LinkedIn page As soon as you meet a corporate customer or contact check if they are on LinkedIn Keep the management profiles consistent Ensure each profile has a photo Join relevant groups

164 Profile Page Building an Effective Digital Marketing Strategy

165 Exercise 1. Log on to LinkedIn 2. Critically review your own LinkedIn profile and identify the key changes/additions you need to make 3. Critically review the profile of person next to you & share feedback

166 Social Media Summary Building an Effective Digital Marketing Strategy

167 Social Media will help you to Build a brand Create viral marketing campaigns Engage directly with your customers Connect with personal and business contacts Respond to customer queries/complaints Manage PR stories Recruit staff Get referrals from people who have used your business

168 Social Media Have a strategy for each Social Networking campaign/site Pick your social media spokesperson carefully Make sure they are briefed to know what they are allowed to say or not to say Have a back up plan if something goes wrong Monitor what your social media person is doing or saying Review your campaigns regularly Don t allow the volume of information you receive to slow you down

169 New Trends Building an Effective Digital Marketing Strategy

170 Location Based Tools Claim your page Or set one up Update with the correct information Keep an eye on check-ins

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174 Some local offers Building an Effective Digital Marketing Strategy

175 Groupon Building an Effective Digital Marketing Strategy

176 Groupon for hotels Building an Effective Digital Marketing Strategy

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178 Living Social Escapes Building an Effective Digital Marketing Strategy

179 Living Social Escapes Building an Effective Digital Marketing Strategy

180 Group Deals % saving Tgt number of new customers Up-selling opportunities Limit the number of deals sold Staff to handle the uplift Repeat business

181 Online Reviews Building an Effective Digital Marketing Strategy

182 Online Reviews 69% of online shoppers said they trusted the internet for advice, versus 43% for magazines and 35% for TV (Yahoo, May 2011) 78% of internet users conduct product research before making a purchase (Pew Internet, May 2010) 83% of all holiday shoppers are influenced by customer reviews. (ChannelAdvisor Consumer Shopping Habits Survey, August 2010) TripAdvisor reviews are viewed 3 times more often on partner websites than on TripAdvisor.com (Tnooz, June 2011)

183 Online Reviews OTA shoppers who visit hotel review pages in OTAs are twice as likely to convert. (Source: PhoCusWrigh) A negative review or comment on the Twitter, Facebook or Youtube Web sites can lose companies as many as 30 customers (Research: Convergys Corp) Expedia.com good reviews of generate more than double the conversion of reviews (Hotelmarketing.com) A 1 point increase in a review score = 9% inc in ave daily rate (HotelNewsNow.com)

184 Online Reviews Guest experience factors which include past experience, reputation, recommendations and online reviews are critical to selecting a hotel by: 51% of hotel guests And more important than location (48%) And more important than price (42%)

185 Checking Your Rep Online Googling your property name Search Business x Reviews to see what this throws up Check different country versions of Google Set up Google Alerts for your hotel & competitors Social Mention - finds and sorts data from a 100+ Social Media sites BlogPulse Board Reader

186 Trip Advisor The Worlds largest Travel Site million visitors per day! What comments are being made about my business online? What learnings can I gain from this? Can this influence the packages that I sell online? What is happening with your competitors? How often are you going to review? Who is going to review each sites comments? How are you going to respond? (Positive v s Negative)

187 Trip Advisor Exercise What is your current Trip Advisor ranking and what would you like it to be in the next 3 months? What strategies are you going to employ to make this happen? What factors currently impact your hotels Trip Advisor ranking? What practical steps can you take to improve your Trip Advisor ranking?

188 Summary Building an Effective Digital Marketing Strategy

189 Keep in Contact Webinars: Online Resources: Courses Available: Online Business Tools failteireland.ie/news-features/news-library/web-supports-now-available-online.aspx failteireland.ie/market-your-business-with-failte-ireland.aspx failteireland.ie/business-supports/websupports/events failteireland.ie/develop-your-business/business-tools.aspx For any other questions, contact the Business Supports team on Courses Available Fáilte Ireland Amiens Street Dublin 1 Ireland Lo-Call: Facebook for Business (Beginners & Advanced) Managing TripAdvisor and your Online Reputation Getting the Most out of Google Tools Finding and Converting your Website Visitors to Sales Create Engaging Content that Sells Using Marketing to Generate Business Managing the Relationship with OTAs Web Gain (website review and workshop) Gaining Business Online (3 day programme) Using Mobile Technology to grow Your Business Building and Effective Digital Marketing Strategy Social & Search Engine Optimisation (SEO)

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